We
would all rather work smarter than harder. However, successful sales
professionals are usually the ones who do a little of both. If you want to
be a success (and who doesn’t?) here are a few tips:
Pay
attention.
Make
it your responsibility to keep track of the little details. If you know
the intricacies of a deal, you will better serve the prospect and better
anticipate and prevent any glitches.
Keep
your morals and values in check.
You
may want the sale now but remember, you are going to be in this business
for a long time and your reputation is everything. Don’t sell it out for
one sale—or a hundred sales.
Be
innovative.
Take
a look at your daily routines and procedures and seek out new and
different processes. Think of new ideas that will excite your prospect.
Make
your own luck.
Be
prepared for that “once in a lifetime opportunity”—you never know
when it will strike. Always be professional and attentive so you will
recognize the opportunity and be able to benefit from it.
Use
it or lose it.
Take
advantage of all resources at your disposal, including colleagues,
libraries, Internet access, magazines, conferences, seminars, etc. Use
this data to improve your skills and serve your clients better.
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1995-2000
The Green Sheet, Inc.
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